When you are trusted because you care, it's quite likely the revenue will take care of itself

The only way to get what you're worth is to stand out, to exert emotional labor, to be seen as indispensable, and to produce interactions that organizations and people care deeply about.

My new favorite word is 'awkward.'...Th e reason we need to be in search of awkward is that awkward is the barrier between us and excellence, between where we are and the remarkable. If it were easy, everyone would have done it already, and it wouldn't be worth the effort.

Trust is precious and easily wasted, and guessing is a lousy foundation for future progress.

One way to think about running a successful business is to figure out what the least you can do is, and do that.

Success comes from doing the hard part. When the hard part is all you've got, you're more likely to do it. And this is precisely why it's difficult to focus. Because focusing means acknowledging that you just signed up for the hard part.

All motivation is self-motivation. Your family, your boss, or your co-workers can try to get your engine going, but until you decide what to accomplish, nothing will happen.